Andrew J. Friedrich, Cissp, Ccsk. Email & Phone Number

Lenexa, Ks, Us

https://www.spideroak.comManage all marketing activities for this Zero-Trust/Space Cybersecurity and Secure Communications start-up. Responsibilities include branding, public relations, analyst relations, advertising, digital, social media, content creation, special events, conferences, exhibitions, podcasts, creative and web marketing. Lead all strategic marketing efforts including messaging, positioning, value prop development, competitive analysis, category creation and partner marketing. • Branding: Own messaging, positioning, aesthetics, placements, etc., across all product and corporate lines of business.• Public Relations: Increased PR organic media placements by 700%, via industry publications, TV, podcasts, industry events. • Analysts Relations: Built AR program, briefed 40+ analysts, (Gartner, Forrester, ESG, NSR.) o Selected for “2022 Forrester Secure Communications Wave.” o Selected for “2022, Q2 Now Tech: “Secure Communications.” o Participated in 2021 Forrester Report: “Space: The Final Frontier for Cybersecurity.”• Advisory Board Marketing: Own all Media and Analyst Relation aspects of on-boarding advisory board members.• Advertising: Manage all aspects of advertising including content, creative and placement.• Collateral Development: Write whitepapers, data sheets, application briefs, web content, feature articles, press release, etc.• Partner Marketing: Support partner resellers via custom content, enablement, media strategy, joint promotions.• Podcasts: Produce, market and promote the “CyberContext” “SpiderBytes” and “Zero-Trust for Zero-Gravity” podcasts.• Thought Leadership: Work with media, IT analysts’ community, thought leaders to promote SpiderOak vision of future.• Conferences & Expositions: Responsible for identifying relevant events, and all associated marketing and logistics.• Industry Events: Promote SpiderOak speakers at relevant events, submit calls for papers, abstracts, develop presentations.

New York City, New York, Us

Managing Director, CMO, Greater Boston Area. 2018 to 2019Started this strategic marketing consultancy focused on providing marketing services for sellers of cyber, cloud & big data analytic security solutions. Developed an iterative planning methodology combining marketing & InfoSec models with templates & feedback mechanisms offering service packages that address strategic planning, messaging, positioning and tactics.• Strategy: Guide clients through the marketing strategy, positioning & tactical communication planning process.• Messaging: Translate clients complex cyber & cloud security value propositions into non-technical easy to buy messages.• Consulting: Develop “Virtual CMO” executive turnkey marketing service for small to mid-sized clients.• Positioning: Align client specific value propositions to the security tenants of the CIA Triad.

Armonk, New York, Ny, Us

Build & own IBM Federal Cyber-Analytic, Big Data, and Cloud marketing strategy, ensuring alignment of buyer and mission personas to campaigns, content and solution offerings. Manage cross-functional team responsible for marketing integration of advanced technology (Cognitive, Machine Learning, SEIM, IDS, IAM, Endpoint, Anomaly Detection, Enforcement, Remediation, Streaming Analytics, etc.) & new deployment options (IaaS, PaaS, SaaS, DBaaS) into existing value propositions, communication vehicles, and sales enablement. Received IBM’s highest performance rating in both 2013, 2014.• Messaging & Positioning: Identify & document key product values aligned to mission requirements & CIA Triad. • Account Based Marketing: Develop client specific cyber & big data sets growing revenue by 350%.• Subject Matter Expertise: Evangelize IBM cyber-analytic offerings at events, conferences, meet-ups, etc. • Partner Marketing: Managed integration of IBM Cognitive Cyber Defense value proposition into Northrop’s BluVector APT offering.• Acquisition Marketing: Lead marketing integration activities for acquisitions (QRadar, SoftLayer, Cloudant, i2, Netezza, etc.)• Cloud Marketing: Managed on-prem portfolio marketing transformation to IaaS, PaaS, SaaS, DBaaS offerings.• Digital Strategy: Build federal integrated digital strategy via multi-channel awareness generation campaigns.• Digital Tactics: Leverage content, email, social media, paid media, SEM, SEO, events & print to drive strategy.• Cyber Training: Led all federal cyber-analytic and cloud enablement, content, training, digital outreach, etc.• Solution Integration: Position federal offerings for C4ISR/BMC2/JSTARS, MDA, DHS CVS, NARA, SPAWAR, etc.• Agency Briefings: Successfully executed cyber analytic briefings at CIA, DOD, DHS, FBI, NSA/IAD, CMS, OPM, NETCOM, Customs, • FSI Briefings: Successfully executed cyber analytic briefings at BAH, SAIC, Lockheed, Northrop, Raytheon, CACI, MITRE, etc.

Armonk, New York, Ny, Us

Built IBM’s first Threat and Fraud Intelligence (T&FI) marketing group. Led product marketing, communications, and sales activities. Managed a cross-functional elite team of solution marketers, business developers, subject matter experts (SMEs), and sales representatives to promote analytics and information management solutions to both public and private sector markets.Primary responsibilities:• Solution Marketing: Managed global T&FI Industry marketing team, across 7 verticals and entire IM portfolio.• Product Marketing: Drove requirements, messaging, pricing, and placement for entire ER product line.• PR/AR: Led post-SRD/LAS acquisition outreach and briefed 30+ firms, resulting in 25+ reports / quotes.• Account Based Marketing: Drive Sales Acceleration workshops; identified 150+ new opportunities / $121.5M+ in new pipe.• Evangelizing: Acted as IBM T&FI public and private sector SME.• Category Positioning: Segmented "Entity Resolution" category, $7B 2011 Market by Wintergreen Research.• Enablement: Led global T&FI sales / partner training, both virtual and F2F, 25 countries, NA/EMEA/AP.• Sales Management: Consolidated MDM Health Care sales team from 12 to 4 in 2011, exceeding plan by 200%.• Sales Execution: Exceeded 2010/11 Threat and Fraud revenue by 32% with Y2Y transactional growth by 75%.• Pricing: Created IBM compliant pricing metrics and bundling for blue washed SRD/LAS products.

Directed product marketing, analyst, and communication activities for In-Q-Tel funded start-up; specialized in anti-fraud / anti-terrorism / cyber attribution software for federal, financial, state, and local and law enforcement missions.Primary responsibilities:• Acquisition Marketing: Developed market plan and relative content for SRD pitch book.• Product Marketing: Drove requirements, messaging, pricing, and placement for entire SRD portfolio.• Product Evangelism: Publicly speak and represent SRD at all relevant industry events.

Led all marketing activity for HR data services company. Managed marketing communication team. Guided CEO in creating company vision and growth strategy. Moved company for unknown HR outsourcer to Chicago’s 5th-fastest-growing technology company.Primary responsibilities:• Public Relations: Recognized in Deloitte and Touché Fast 50 and 197th nationally on Fast 500.• Analyst Relations: Built company’s analyst program, briefing 14+ analyst groups.

Conway, Arkansas, Us

Directed all branding activities for new lines of integration and web-based data products; provided basis for corporate identity and competitiveness for more than a decade. Managed multiple products and multimillion-dollar budgets.Primary responsibilities:• Corporate Positioning: Repositioned Acxiom from a data management service bureau to leader in the Customer Data Integration space (CDI), growing company revenue 27% in 2 years.• Category Based Positioning: Identified and positioned customer data integration (CDI) product category (precursor to master data management [MDM]); market projected to reach $26.8M by 2020.• Strategic Branding: Launched 3 new product lines, including Acxiom’s first internet offering and their AbiliTec flagship CDI solution, generating 72M+ in revenue in less than 2 years.• Analyst Relations: Built analyst program via outreach, events, briefings, and technology roadshows, increasing awareness within community 80% in less than 2 years.• Positioning: Repositioned Solvitur4 product to services offering, improving 2001 revenue 15% to $32.5M.• Partner Marketing: Developed OEM recruitment program that increased indirect channels from 3 to 43.

Assisted vice president of marketing in developing and executing marketing strategy. Created sales tools, value propositions, branding, positioning, and product launches. Owned and managed all communication vehicles.